A leading FMCG is looking for Area Sales Manager - Modern Trade - FMCG -IIM/SPJ/XLRI/FMS/MDI/NM/JBIMS/SIBM

Qualification & Experience:

- MBA from premier institute, 2012 batch

- Experience in managing a territory with strong understanding of distribution in an FMCG setup

- At least one year experience of Modern Trade

- Experience of managing, training & coaching a sales team

Key Deliverables of the Role:

- Is responsible for the business operations & topline of all Organized Retailers in his / her geography.

Business delivery as per Monthly & Quarterly Plans

Driving excellence in instore Merchandising Hygiene

Planning and / or Execution of periodical Visibility & Promotions Initiatives and Brand Activations

Responsibility for collaborative planning, and end-to-end execution & delivery of New Product Launches

Driving Share Gain for the portfolio in relevant categories

- Regional Accounts & Standalones

Acting single point of contact for Standalone Stores & Regional Accounts headquartered in the geography

Responsibility of end-to-end Key Account Management, from business delivery, negotiation, closure & maintenance of Commercial Terms, to Share Gain and visibility & promotions planning & execution

- National Key Accounts

Ensuring execution of centrally planned visibility & promotions initiatives

Ensuring execution & adherence of on-ground aspects of Commercial Terms & Agreements made centrally between Company & Retailers

- Building & leveraging internal and external stake holder relationships to drive critical business objectives - responsible for handling and maintaining network health of the MT setup - designated Modern Trade Distributors, Carrying & Forwarding Agents (CFAs) for his geography

Commercial, Supply Chain & IT Responsibilities:

Coordination with Regional & National Commercial Teams on Activity Budgeting & Claims Management, Retail Commercial Terms & Transactional Hygiene etc

Coordination with Regional & National Supply Chain Teams on stock availability, PO Management, Fill Rates, Electronic Data Interchange Initiatives etc

Driving usage, monitoring, reviewing & reporting on IT related initiatives like PDAs, Modern Trade Portal etc

Manpower Management of TSEs /Promoters / Merchandisers:

Performance Monitoring & Review of deliverables

Payroll & Incentive Management

Training & Development and Team Motivation

Key Performance indicators:

- Topline Business

- Share Gain in relevant categories

- New Product Portfolio Business

- Fill Rates

- Merchandising Audit Scores

- Developmental Agendas

- Training Agendas

Skills & Competencies:

- Think & Act Consumer

1. Understanding of In-store Growth Levers

2. Knowledge & understanding of Retail & Shopper led initiatives including promotions, visibility, new products & pricing

- Negotiation & Customer Management skills

- High levels of initiative & visible energy

Reporting Relationships:

- Territory Sales Executives - ASM Modern Trade - Division Head, South

Other Key Functional Interfaces:

Internal

- Sales teams (Trade Marketing & Key Account Managers, Division team)

- Marketing teams

- Commercial teams

External

- Modern Trade Distributors and their on-ground team

- Carrying & Forwarding Agents

- Promoters & Merchandisers

Value Proposition & Growth Path:

- Post this role, the member can move into roles in Sales like Regional Sales Development, Key Account Management, and Trade Marketing Management etc.

- In the long-term, member can look forward to growing into leadership positions within Sales across Divisions

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.